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Drafting a plan to gather information about the prospect

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Reference no: EM133173612

Swanson is drafting a plan to gather information about the prospect. Generate specific questions that you will need to ask in your first meeting with your prospect at New York Consulting Group. Make sure you begin by asking open-ended questions and, where appropriate, proceed to list specific close-ended questions. Organize your questions under the following headings: 

Situation and Problem questions on any of the following areas 

  • Company
  • People
  • Competition
  • Products/ solutions
  • Key benefits sought
  • Decision-making process and timeline 

Implication questions

Need Pay-off questions

[hint: see video - SPIN strategy]

At least 16 questions in all and a minimum of 4 questions in each section. 

Reference no: EM133173612

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